Schedule

1. Factors of a successful deal
A successful deal is not only influenced by closing the deal in terms of the final part of the interaction with the customer, but by a set of interconnected factors that emerge before the deal is closed. Understanding these is also important for successfully completing the sales interaction with the customer, but is often overlooked by salespeople in practice.

2. Structure of the closing phase
The order of recommended steps to be taken by the salesperson in the closing phase.

3. Understanding customer resistance
In order to close successfully, the salesperson needs to understand and then overcome the buyer’s natural resistance when making a buying decision (“Am I making the right choice?”, “I’ll get more if I keep them waiting a bit”, etc.). Most often, this leads to delaying the decision.

4. Common errors when closing
When closing, it is only natural for salespeople to fear rejection, whether consciously or not, and this is reflected in their thinking and thus in their actions. Awareness of these factors reduces the number of closing mistakes made by salespeople (“I think I’ve convinced them”, “If I persist, they won’t take it well”…).

5. How to consider objections
Objections are (too) often seen by sellers as something negative, unwanted and deliberate obstacles that the buyer puts in their way of closing the deal. The right mindset and the so-called “salesperson’s belief circle” when faced with objections can help ease these more difficult situations and increase closing success.

6. Method for handling objections to form an alliance
How to use the right method to handle and positively leverage customer objections to successfully close the deal. This is about learning and practicing the 7-step method.

7. How to deal with resistance in an assertive sales situation
In most sales situations, the 7-step method will work to handle objections successfully, but not in a situation where the buyer does not prefer you (as a person, company or offer) and thinks that her/she knows everything about what he/she wants to buy. At this point, such situations need to be handled in a different way.

8. Buying signals
Verbal and non-verbal signals that tell you when the customer is ready to close the deal or when to go back down the line of sales conversation before you start closing the sale.

9. The right way to behave when closing
The salesperson himself/herself influences a positive closing process by behaving in the right way, which is a result of his/her own thinking and beliefs.

10. Different methods of closing
Six basic methods or ways that lead to successfully closing a deal in a productive way.

11. The last three objections
It often happens that even when you think you have everything agreed, the customer may raise one of the last three objections, which mean delaying the decision: “I need to think about …”, “I’m not the only one who decides …”, “You’re not the only one …”.

12. Action Plan

BIOS Davor Fabčič.pdf